My friend, Tim Ohai, has a brilliant bet he makes with sales people. He puts a … [Read more...]
Tag: Customer Experience
How Well Do You Know Your Customer?
"Sales Is The Tip Of The Arrow In Executing Corporate Strategy" Posted on April, 2015
The other evening I was in one of those reflective moods. I started thinking … [Read more...]
The Customer's Responsibility Is To Solve Their Problem Posted on April, 2015
I just saw a tweet from Andy Paul caught my eye, "The buying cycle has six … [Read more...]
Why We Have Fewer Choices In A World Of Wider Choice Posted on April, 2015
Whether as individual consumers, or organizations, there's an interesting … [Read more...]
Buying Acceleration Posted on March, 2015
It's become fashionable to talk about Sales Acceleration. I suppose it seems … [Read more...]
Show Me That You Care! Posted on March, 2015
The first version of this post was titled "Tell Me That You Care." It was a … [Read more...]
Sales People Build Your Personal Brand And Thought Leadership! Posted on March, 2015
Thousands of blogs and articles on social selling, media, marketing focus on … [Read more...]
Just In Time Content Posted on March, 2015
I wrote, "Sales Must Own And Solve The Content Marketing Problem," There was a … [Read more...]
"Delivering Your Value Proposition" Is Not A Step In Your Sales Process! Posted on March, 2015
Before going further in this article, stop for a moment and look at the steps … [Read more...]
Throw Away Your Value Proposition, It's Meaningless! Posted on March, 2015
Hold onto your outbursts of, "Dave, you've lost it!" Also, recognize that I … [Read more...]
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